Debby Lewis The Mentor Group Persuasion Debby Lewis The Mentor Group

Debby Lewis Specialises in Interpersonal Skills training and is The Mentor Group’s leader of the Personal Effectiveness Team Her emphasis is on helping managers and leaders to get the most from their teams by helping them with the ‘People dimension’

The Power of Persuasion I would rather try to persuade a man to go along, because once I have persuaded him, he will stick. If I scare him, he will stay just as long as he is scared, and then he is gone. Dwight D. Eisenhower 1890-1969.

What we will cover What is Persuasion? Building rapport The psychology behind it Methodologies Building rapport Structuring a persuasive argument Questions

Definitions of Persuasion to make someone do or believe something by giving them a good reason to do it or by talking to them and making them believe it induce (someone) to do something through reasoning or argument

How we communicate Words, tone and body language

The Communication Channel

A framework Robert Cialdini “Influence – The Psychology of Persuasion”

The Six Principles of Influence Reciprocity Commitment Social Proof Liking Authority Scarcity

Reciprocity

Commitment and Consistency

Social Proof

4. Liking

5. Authority

6. Scarcity

Building rapport

Representational systems Visual Auditory Kinaesthetic See Hear Feel Look Listen Touch Picture Sound Feeling

Active listening

In structuring the proposal don’t forget What’s in it for them? Timing Make the proposal Keep it simple

The 5Ps of Persuasion Proposal Problem Position Proof Possibilities Position: introduction, background, hook

Summary Don’t avoid using persuasive techniques Look at the issues through the other person’s eyes Avoid over complicating things Plan! Remember other people are doing it to you too!

Debby Lewis of The Mentor Group debby.lewis@mentorgroup.co.uk Persuasion Debby Lewis of The Mentor Group debby.lewis@mentorgroup.co.uk